Overview

The Role & Team

The Director, Sales Analytics is responsible for a dedicated team of analysts situated within the Financial Planning & Analysis (FP&A) organization, reporting directly to the VP of FP&A. This leader serves as the primary analytical partner to the CRO and CFO on all matters of revenue performance, sales productivity, capacity planning, and go-to-market investment strategy.

This leader owns the analytical layer between Revenue Operations and Finance - transforming pipeline and bookings data into revenue forecasts, productivity insights, and investment recommendations for the CRO, CFO, and Board. This leader will hire two geo-aligned Senior Analysts (NORAM and International) and personally own the cross-cutting strategic work: capacity planning, quota methodology, unit economics, sales investment ROI, and board package assembly. The team covers $515M in SaaS ARR, $100M in professional services revenue, 100 direct sellers, and 300 total GTM headcount. All reporting is in fixed-rate USD, with SaaS and professional services regional profitability included in each geo analyst's scope. This role is a playing-coaching position with a significant individual contributor component.

Responsibilities

Forecasting & Close:
• Own the consolidated revenue forecast - the single source of truth referenced by both sales leadership and finance
• Present the forecast weekly to the CRO and CFO; attend the CRO's staff meeting as a standing participant
• Direct geo analysts through monthly bookings reconciliation across NORAM and International, reconciling CRM bookings to the financial close for SaaS and professional services
• Maintain a quarterly forecast accuracy retrospective measuring accuracy and systematic bias

Unit Economics & Sales Productivity:
• Own the analytical foundation for headcount decisions: ACV per ramped rep by tenure cohort, quota attainment distributions, CAC payback by segment, ramp curve analysis, and LTV:CAC ratios
• Analyze win rates by segment, geo, and deal size; track sales cycle length trending
• Build and maintain the capacity model: long-range headcount models connecting hiring plans to revenue targets, incorporating ramp assumptions, attrition, and coverage ratios
• Produce sales investment ROI models for headcount requests - break-even analysis showing cumulative cost vs. cumulative revenue with sensitivity on productivity assumptions

Quota Methodology & Territory Analytics:
• Design the annual quota-setting methodology: top-down to bottom-up allocation logic, segment weighting, what-if scenarios, and stress-testing against the capacity model
• Manage the quota handoff to Revenue Operations: deliver draft allocations by geo, incorporate feasibility feedback, and reconcile loaded quotas to the financial plan
• Produce territory balance scorecards comparing TAM, pipeline density, penetration, and rep tenure; quantify the revenue impact of rebalancing

Board Package & Leadership Reporting:
• Assemble the sales section of the quarterly board package: ARR bridge/waterfall, bookings by geo vs. plan and prior year, sales efficiency metrics (magic number, win rate, sales cycle, forecast accuracy), pipeline coverage trending, and net revenue retention
• Produce cohort retention curves, win/loss analysis by competitor and deal size, PS attach rate and margin by geo, and capacity model vs. actuals
• Build segment investment theses and new geo/market business cases combining unit economics, capacity modeling, and market sizing

Revenue Operations Partnership:
• Own the data contract with Revenue Operations: defined pipeline snapshot cadence and format, data quality SLAs, field definition governance, and escalation path for definitional disagreements
• Maintain clean separation of responsibilities: Rev Ops owns CRM administration, pipeline hygiene, territory operationalization, commissions, and operational reporting; this team consumes data through agreed interfaces
• Participate in shared governance rituals: weekly forecast sync, monthly close alignment, quarterly planning session, and annual quota handoff with CRO + CFO joint sign-off

GTM FP&A Coordination:
• Collaborate with GTM FP&A on shared surface areas: capacity planning (revenue output vs. cost), headcount ROI (revenue per rep vs. fully-loaded cost), and the annual plan (revenue side vs. expense side)

Team Building & Management:
• Hire and develop two direct reports: a Senior Analyst, NORAM and a Senior Analyst, International, each owning pipeline forecasting, bookings variance, and SaaS + PS regional profitability for their geography
• Manage dotted-line relationships with geo sales leaders to protect analytical focus

Qualifications

Required Qualifications
• Bachelor's degree in finance, economics, business, or a quantitative field - or commensurate work experience
• 10+ years of progressive experience in FP&A, revenue analytics, sales finance, or strategy roles within a SaaS enterprise environment
• Experience building and presenting revenue forecasts, variance analyses, and board-level reporting to C-suite executives
• Hands-on proficiency with Salesforce.com, Tableau, Anaplan, SQL, and advanced Excel/Google Sheets modeling
• Experience managing a small analytical team while maintaining a significant personal IC workload
• Track record of partnering with sales leadership (CRO-level) and translating operational data into financial insight

Preferred Qualifications:
• MBA preferred, not required
• Experience in a company with $300M-$1B in ARR, ideally with both SaaS and professional services revenue
• Prior experience designing quota-setting methodologies, capacity models, or sales investment business cases
• Familiarity with unit economics frameworks: LTV:CAC, magic number, CAC payback, net revenue retention
• Experience establishing structured data contracts or service-level agreements between analytics and operations teams
• Strong presentation, communication, and writing skills including PowerPoint
• Proven ability to operate in ambiguity and build new processes from the ground up

Candidates based in the Tysons vicinity will be prioritized as this role is Hybrid, 3 days per week onsite. #LI-ED1

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $156,500-$225,000 USD. This position is bonus eligible [15%]. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, candidate's work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.

Medallia also offers competitive health and wellness benefits, including but not limited to medical, dental, vision, 401(k), short-term and long-term disability, life and AD&D insurance, statutory leaves, paid parental leave, and paid holidays. Benefits and eligibility may vary by location and role.